Senior Director Sales Target

Job Location: Minneapolis, MN

The Hershey Company is seeking our next Senior Director Sales, to profitably grow Hershey’s business at Target. This position represents the primary interface for Hershey with this customer. This leader is accountable for delivering revenue, sales activity margin, and market share targets as an integral part of the food class of trade. It will directly manage the sales, forecasting, revenue management and customer marketing resources that support Hershey’s business for Target and indirectly lead the cross-functional resources (i.e., Sales Finance, Operations).

This role demands excellence across the key fundamentals of account management related to delivering strategic business results for the customer, shopper, and Hershey organization.

Responsibilities:

• Ensure the development of key objectives – Sales, Sales Activity Margin, and Market Share – and the deployment of resources and activities to successfully achieve the Company’s goals for Target!
• Lead holistic Omni-channel strategy in collaboration with the customer and our internal partners. JBP planning to include holistic investment of trade, WASTE and media (Roundel) to drive profitable growth.
• Calls on senior executives and management at Target and across their divisions with responsibility for Hershey to secure distribution and merchandising, negotiate sales programs, and develop a strategic business plan based on consumer and shopper insights.
• Develops sales and marketing objectives and strategies to support priority brand positioning, equity and marketplace initiatives, based on the comprehensive understanding of our products, competition, consumer and shopper habits.
• Oversees development of the customer’s annual business plan, enhances brand equity and profitably grows market share through in-depth consumer and shopper understanding.
• Leads a direct and in-direct team to achieve the goals for this customer by motivating them to maximize the sales of our products –
  • Supporting efforts to elevate penetration of Target USA within the Hershey Organization
  • Ensuring rigorous planning processes are in place and practiced
  • Monitoring of sales, trade spending and market share
  • Sales target setting and extending support to achieve targets
  • Coaching, development and onboarding of sales teams
  • Sharing Best Demonstrated Practices across the team

Qualifications

• Education: BS/BA in Business Administration or equivalent experience
• Experience: 8-10 years of progressive sales and/or marketing management experience; experience with establishing strategic relationships with key customers

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